Your challenge for this week:
The modern way of controlling a discovery meeting is different and requires skills like a captain.
If you have not made your New Year Resolutions list, as yet consider these three to become the best in 2021. One, two three..too many!
When you are asked to move on, you only can if you know what to move on to.
Buyers are often confronted with a choice between trust and skepticism. Here is how you can influence this into your favor.
B2B buying is changing fast and before you know it, buyers have moved on without you. How not to miss the boat?
In the eyes of the customer, there is no perfect supplier. To the buyer, you just don’t stand out enough. You and your competitors all look the same. They much prefer to fix than change. A preference you need to reverse.
If your traditional sales approach is not working, how should a modern sales approach look like?
There is an evolution going on in Sales. Which path are you taking?
How would customers and prospects rate you in terms of trust and your ability to advice?
Procurement are trained to get the best results for their company. When it comes to negotiating, what tactics do you have to avoid the tear shedding?
Put yourself in the customers’ shoes when you call for a meeting. What do they think? Reverse-engineer that process and use an approach that works for them!
Why do prospects turn you the cold shoulder? You do everything right, or is there something else you have missed?
Slowing down is challenging for salespeople. But needed to match the pace of the buyer, so you can finish together.
One could ask, during this time, is selling as a profession something you should do? Is that not disrespectful? I argue this is exactly the time we should help customers and prospects. It is a matter of mindset.
What is a practical approach to find and share insights with your prospective customer?